Account Executive - Commercial Sales

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 19 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.

At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized  by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

Role in a Nutshell

We are looking for a dynamic Account Executive who has the passion for sales and a hunger to achieve targets. The key focus will be to take ownership of a book of accounts across both farming and hunting sales motions, land new logos, build account growth and territory plans, and execute these plans against a quota.

Key Responsibilities

• Build account and territory plans to map stakeholders, identify relevant personas and build a plan to land or expand (upsell and cross-sell).

• Prospect via cold calling, highly personalised emails and social media to generate leads and pipeline.

• Employ a value based solution selling methodology to drive these leads through a high-velocity pipeline.

• Execute all phases of the pipeline, and push deals through the sales cycle towards closure.

• Generate sales revenue through closing hunting and/or farming business; Build and manage your sales pipeline for strong coverage ratios; achieve quarterly revenue targets with monthly pacing.

• Manage the entire sales lifecycle from customer engagement, solution development and contract negotiation; meet or exceed quarterly revenue quota.

• Develop executive relationships to expand revenue potential.

• Collaborate with customer engineering, customer support and success, compliance, sales operations, finance and legal teams.

• Listen to the ever changing customer and market needs to share insights with the product and marketing team.

• Work with all levels of GTM leadership to continuously improve key sales management processes like territory planning, lead/pipeline/opportunity management and KPI reporting.

• Maintain excellent data discipline in the CRM (salesforce.com) for your book of business and forecast with accuracy.

Requirements

• 3 - 6 years of quantifiable experience selling complex technology products with core strength in either hunting or farming sales motion with exposure to the other.

• At least 3 years of closing experience.

• Understanding of the SaaS business model and enjoy selling to a technical audience, while building mutual trust.

• Strong track record of consistently achieving quota.

• Experience with full lifecycle of sales from prospecting, lead generation (cold calling, emails, LinkedIn), qualification, solution definition to closing and account growth.

• Exposure to tools around Sales Engagement (Outreach), Social Selling (LinkedIn Sales Navigator), CRM (Salesforce) and Data Provider (ZoomInfo, Lusha).

Benefits:

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000

• Gratuity as per payment of Gratuity Act, 1972

• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends

• Remote-First work environment that allows our people to work from anywhere in India

• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience